@article {718,
	title = {Servitization in a Security Business: Changing the Logic of Value Creation},
	journal = {Technology Innovation Management Review},
	volume = {3},
	year = {2013},
	month = {08/2013},
	pages = {65-72},
	publisher = {Talent First Network},
	address = {Ottawa},
	abstract = {How can a firm change its value-creation logic from providing technology to selling technology-based services? This is a question many security companies face today when trying to apply a solutions-based business model in response to recent macro- and microeconomic trends. The fact that customers increasingly demand security as a service, rather than technical equipment, challenges the basis of a security firm{\textquoteright}s value provision and alters the logic of its operation. In this article, we investigate a technology- and product-oriented security business that is now rapidly transforming into a service business. We use data from a case study to propose a 4C model (conceptualization, calculation, communication, and co-creation of value) that can help security providers to objectify their service offerings and succeed in the servitization of their security businesses. },
	keywords = {co-creation, customer value creation, objectification, products, security, services, servitization, value provision},
	issn = {1927-0321},
	doi = {http://doi.org/10.22215/timreview/718},
	url = {http://timreview.ca/article/718},
	author = {Arto Rajala and Mika Westerlund and Mervi Murtonen and Kim Starck}
}
@article {534,
	title = {A Customer Value Creation Framework for Businesses That Generate Revenue with Open Source Software},
	journal = {Technology Innovation Management Review},
	volume = {2},
	year = {2012},
	month = {03/2012},
	pages = {18-22},
	publisher = {Talent First Network},
	address = {Ottawa},
	abstract = {Technology entrepreneurs must create value for customers in order to generate revenue. This article examines the dimensions of customer value creation and provides a framework to help entrepreneurs, managers, and leaders of open source projects create value, with an emphasis on businesses that generate revenue from open source assets. The proposed framework focuses on a firm{\textquoteright}s pre-emptive value offering (also known as a customer value proposition). This is a firm{\textquoteright}s offering of the value it seeks to create for a customer, in order to meet his or her requirements.},
	keywords = {customer value, customer value creation, open source business, technology entrepreneurship, value proposition},
	issn = {1927-0321},
	doi = {http://doi.org/10.22215/timreview/534},
	url = {http://timreview.ca/article/534},
	author = {Aparna Shanker}
}
@article {635,
	title = {An Enterprise Perspective on Customer Value Propositions for Open Source Software},
	journal = {Technology Innovation Management Review},
	volume = {2},
	year = {2012},
	month = {12/2012},
	pages = {28-36},
	publisher = {Talent First Network},
	address = {Ottawa},
	abstract = {Research on open source software (OSS) has examined value creation primarily from the perspective of the individuals and suppliers that create the software. The perspective of enterprise users who use and pay for OSS has been largely neglected so far. Understanding what paying customers want and how to create products and services they value is the cornerstone of any business model. Therefore, research on what enterprise users value in OSS is of paramount importance to OSS solution suppliers; it can be used to create a new customer base and sustain an existing one. 
This study examines the value of OSS as perceived by enterprise customers. Through an analysis of three literature streams (firm participation in open source software, business models, and customer value), a model on customer value creation was developed. Interviews were conducted with nine decision makers from enterprises that use OSS in operational projects. The key findings of this research are that: i) the maturity of the software determines the degree to which customers value their relationship with the supplier; ii) customers value differentiating functionality and costs savings; and iii) switching costs with OSS depend on the size, complexity, and dependencies of the software itself. This research identifies the points of value that the suppliers of OSS should focus on, and it points to the need for marketing strategies that can demonstrate this value to enterprise customers. },
	keywords = {business models, customer value creation, enterprise customers, marketing strategy, open source software, open source suppliers},
	issn = {1927-0321},
	doi = {http://doi.org/10.22215/timreview/635},
	url = {http://timreview.ca/article/635},
	author = {Aparna Shanker}
}
